2. Objectives
After this
workshop
participants
will be able
to:
Define the process of sales
Management
List the sales management
check list
Recognize the 10 top
mistakes of sales managers
3. Content
The topics to
be discussed
are:
Sales Management
Process
10 top mistakes of
Sales managers
4. Group Work
• What Sales Management tasks do you
perform in the office as an Sales Manager/
Team Leader?
6. Planning
• The conscious, systemic process of
making decisions about goals and
activities that an individual, group, work
unit, or organization will pursue in the
future and the use of resources needed to
attain them.
7. FIL Sales Planning
Sales Territories
• Where is the business?
• Where are the public servants?
Sales Routes
• How can I reach them efficiently?
• Where should the mobile trip go?
Sales Team Assignment
• Which sales team should be in what territory and on
what route?
12. Training
• The effort put forth by Sales Manager to
provide the salesperson job-related
culture, skills, knowledge, and attitudes
that result in improved performance in
selling.
13. FIL Sales Training
Product Knowledge
• FIL Sales Process
• Operational Errors & Fraud
• Frequently Asked Questions
Selling Skills
• Traditional versus consultative selling
Customer Service Skills
• The three pillars of customer satisfaction
• Product/Convenience/Human
18. Controlling & Evaluation
• Monitoring sales personnel’s activities,
determining whether the organization is on
target toward its goals, and making
corrections as necessary.
19. Controlling & Evaluation
• Review of Disbursements by:
– Team Leader
– Sales Executive
– Mobile Trips
– Territory
– Institution
• Are we on target?
28. 10 Mistakes of Sales managers
#1
• Fail to shift from
“super salesperson”
mode to managerial
mindset
• Learn what it takes to
be an effective sales
manager
29. 10 Mistakes of Sales managers
#2
• Continually fight fires • Firefighting comes
from a lack of
priorities and failing to
look for the underlying
causes of recurring
problems
30. 10 Mistakes of Sales managers
#3
• Leave staff to sink or
swim on their own
• The #1 priority of a
sales manager is to
coach the skill and
will of the sales team
31. 10 Mistakes of Sales managers
#4
• Ignore the importance
of performance
standards/get
blindsided by poor
performance
• Observe your best
salespeople to define
what they do
specifically to achieve
sales excellence
32. 10 Mistakes of Sales managers
#5
• Fail to leverage the
strengths and
resources of your
team’s top producers
• Help your “strong
men” become role
models
34. 10 Mistakes of Sales managers
#6
• Spend too much time
working with the
bottom 20%
• Focus on middle
performers as
“emerging
contributors”—
improving their
performance will have
a bigger impact on
the bottom line than
trying to bring
underperformers up
to minimum standards
35. 10 Mistakes of Sales managers
#7
• Allow senior
salespeople to get
stuck in a de-motivated
mode
• Help reenergize
experienced but
complacent reps; get
them to “step up”
36. 10 Mistakes of Sales managers
#8
• Be inconsistent in
recruiting and hiring
• Develop a rigorous
hiring process—your
next new hire is the
future of your team
37. 10 Mistakes of Sales managers
#9
• Assume your sales
reps will figure things
out the same way you
did
• Avoid the temptation
to leave people on
their own; provide
regular feedback and
coaching to your reps
38. 10 Mistakes of Sales managers
#10
• Hang on to low
producing
salespeople for far
too long.
• Set minimum
standards, and then
enforce standards by
managing poor
performers either up,
or out the door.